n It’s all about the Customer (“outside-in”) – not all about the Company (“inside-out’)
n First to market sets the rules; second to market changes the rules … “Pioneers” on new / fertile ground – or arrow in back?
n You most likely “May not know what you do not know”
n You need to Plan Your Work … And then Work Your Plan
n You cannot Manage what you cannot Measure … And you cannot Measure what you cannot Manage
n Successful Business Development is direct result of effective Lead Generation and Lead Qualification
n … Successful Business Development also can be direct result of effective Brand & Image as well as Thought Leadership plans and programs
n In Business Development, if you don’t already know who’s the “pigeon” around the poker table – it’s mostly likely YOU!
There is zero correlation between being the best talker and having the best idea. Be aware of group distortion and listen to the quiet ones.
Knowing when to change (and knowing what to control)
When things are going well, look at the folks that are doing the work. When things are going poor - look in the mirror.
-paraphrased from Good to Great..
“What Jim establishes is that when things go wrong for bad leaders they are likely to ‘look out the window’ to attribute blame to their employees and those around them. While when things go well for bad leaders they ‘look in the mirror’ and attribute the success to their own hard work.”
Weisbord, M. R. (2004). Productive workplaces revisited: Dignity, meaning, and community in the 21st century. San Francisco: Jossey-Bass Inc.
When systems are broken we reach for two tools: incentives and rules. Neither tools inspire.
Rules are great to punish behavior and incentives are great at getting behavior when you wouldn’t normally get it. You can inspire people to do great things.
You don’t need to be smart to be wise; but being smart without wisdom isn’t enough.
Create products and services for people that are seeing it for the first time and the last time. You can be apart of their full life.